places in the schedule during which he/she could handle a WHALYA. Some practices take it to the next level and have their staff wear earpieces so that adjustment on the fly can happen in real time.
Here’s actual data from three of our member practices who recently used the WHALYA challenge form:
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Practice A: $1,800 per week Practice B: $1,548 per week Practice C: $2,052 per week
If you extrapolate the data over 50 weeks (taking two off for good behavior, as Dr. Orent would say), that’s an average of about $100,000 per year straight to the bottom line. The best part is that it’s guaranteed to make you (far) more productive. There’s no risk of the patient missing the appointment because they are already in the chair.
How to Create Happier Patients and Make More Money With WHALYAs! The most effective dental practice systems allow room for improvisation when the results of such action will benefit both your patients and your bottom line. WHALYAs are a perfect example. What are WHALYAS? Mrs. Jones presents for dental treatment or a prophy and re-examination. During the visit, you find a couple smaller issues. WHALYA is just a way of saying “While ya’ here, we could take care of that for you now, and save you a trip back!” WHALYAS to fit into today’s schedule could be a simple 10–15-minute procedure or even a straightforward crown prep and temp. You are limited only by your imagination and the logistics of fitting Mrs. Jones into your restorative schedule … right now. Picture yourself going into a mechanic’s shop to get your oil changed. Your car is already on the lift, and they notice you have a dirty air filter. Do they schedule you for a separate visit to replace that? No, they just add it to the service. As the owner of the car, you’re thankful because your mechanic is saving you from an additional return trip. The shop also benefits. It’s the ultimate win-win. Your practice has the same opportunities every day. How can you best capitalize on WHALYAS? The most critical part of deploying a WHALYA correctly is to make sure it’s appropriately scheduled. It takes a team effort from the office to understand how to work these into the doctor’s daily operations. Most everyone has emergency time carved into their schedule — Dr. Orent built in 30 minutes before lunch and 30 minutes before closing. On the days you don’t have emergency patients, you can use this built-in emergency time to add an easy procedure. Or perhaps you receive a last-minute cancellation. And even if you don’t have obvious “open” time … still see if there is a way to fit in a WHALYA here and there throughout your day. Time is one of the few resources you cannot ever replenish. In business, time is money. If you’re going to improvise the doctor’s schedule for a WHALYA, a certain level of communication is required to make sure the process goes smoothly. Most teams have morning huddles for 10–15 minutes (if not, you SHOULD!). Huddles provide a perfect opportunity for everyone to see the schedule for the day and prepare for potential WHALYAs. During every morning huddle, the doctor should routinely point out two or three By Ira Hirsch, Certified GG12 Coach
WHAT PROCEDURES MAKE FOR A GREAT WHALYA?
ANY treatment or service that can be done (or even started*) TODAY instead of at the next visit.
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Fillings
Simple extractions
Whitening
• Inlays/onlays/crowns ... *even if you can’t complete every step (e.g., if you can’t get to the point of an impression but could get the buildup and a temporary crown placed) • Sealants • Initial records for Invisalign • EVEN a 10-UNIT BRIDGE!!!** ** How the heck can you start a 10-unit bridge in 10 or 20 minutes when you would normally schedule hours? Simple ... Your TEAM members can take pre-op photographs of the existing natural teeth ... AND pre-op ALGINATE IMPRESSIONS to pour up study models from which ... “Mrs. Jones, we’ll be using these impressions to pour up stone or plaster models on which we’ll be making your provisional (temp) bridge ... so at your next visit, when we begin preparation of the teeth, you’ll leave with a beautiful smile all ready to go ... for the time while we’re waiting on the lab to create the porcelain bridge.” We ROUTINELY used this strategy for bridges ... It gets PRODUCTION on the books started TODAY ... it allows us to get the FINANCES worked out and a large deposit (or full prepay!) done TODAY ... and most importantly, it gets COMMITMENT from the patients (financially) and 99 percent ELIMINATES the possibility of the patient failing the long prep appointment ... ‘cause they’ve already PAID a huge chunk of the bridge!
For more information, GG12 Coaching Members are encouraged to watch the GG12 Team Training Toolkit, 013 “Massive Cash Hidden in WHALYAS!”
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